Senior Sales Executive (Marine Software)

Overview

The Senior Sales Executive is responsible for driving new business development, managing the full sales cycle and delivering revenue growth across the maritime sector in Southeast Asia. The role focuses on securing complex B2B deals involving shipping companies, cruise lines, port authorities, terminal operators and maritime technology partners. The successful candidate will leverage consultative selling, commercial insights and strong stakeholder management to identify opportunities, develop tailored solutions and close high-value contracts. Regional travel of approximately 30% is required across maritime hubs and client sites in Malaysia, Singapore and India.

Job Responsibilities

• Identify and develop new business opportunities across shipping companies, cruise lines, ports, port authorities, terminal operators and maritime technology partners.

• Build, manage and maintain a strong sales pipeline, with clear conversion targets, stakeholder maps and defined commercial objectives.

• Manage opportunities throughout the sales cycle, developing engagement strategies to improve conversion rates and accelerate deal progression.

• Lead end-to-end sales engagements, from prospecting and initial discussions to negotiations and contract closure.

• Engage key decision-makers, technical stakeholders, operational teams and business partners to facilitate complex purchasing decisions.

• Drive new business revenue and Annual Contract Value (ACV) growth while ensuring deal quality, delivery feasibility and long-term customer value.

• Apply consultative and Challenger Sales methodologies to identify customer challenges, challenge existing assumptions and communicate commercial insights that support purchasing decisions.

• Build trusted relationships with customers by balancing business needs, commercial objectives and operational requirements.

• Develop tailored solutions aligned with customers' operational capabilities, business priorities and digital transformation goals.

• Translate maritime technology solutions, including SmartSea capabilities, into measurable business outcomes such as improved port throughput, operational resilience, passenger experience and business continuity.

• Collaborate with maritime solution architects, technical teams and external partners to develop proposals and advance sales opportunities.

• Map complex stakeholder networks across port authorities, operators, regulators, cruise lines and technology providers to understand decision-making processes and influence purchasing outcomes.

• Navigate competing stakeholder priorities, commercial interests and risk considerations to maintain sales momentum.

• Manage opportunities where customer requirements, project scope and stakeholder expectations evolve throughout the sales cycle.

• Maintain customer confidence and progress opportunities effectively despite uncertainty, changing priorities and lengthy procurement processes.

• Monitor market developments, customer needs and competitor activities to identify opportunities for business growth across Southeast Asia.

Job Requirements

• Minimum 4 years of experience in closing complex B2B deals, projects or contracts within the maritime, shipping, cargo, cruise, oil and gas, or related maritime technology sectors.

• Proven track record in new business development, revenue generation and end-to-end sales execution.

• Experience applying consultative selling or Challenger Sales methodologies to influence customer decisions and close complex deals.

• Working knowledge of port operations, terminal management systems and port service vendor ecosystems.

• Familiarity with port authority procurement processes, commercial negotiations and concession or contract structures.

• Understanding of vessel turnaround workflows, berth scheduling and cargo handling operations is an advantage.

• Strong understanding of Southeast Asian maritime markets, including regional port operations, industry trends and relevant regulatory frameworks.

• Established professional network across port authorities, cruise lines, shipping companies, terminal operators or maritime technology vendors is an advantage.

• Strong commercial acumen, negotiation skills and the ability to communicate business value to senior decision-makers.

• Demonstrated resilience and persistence in managing long sales cycles, complex procurement processes and competing stakeholder interests.

• Strategic thinking and sound judgement in navigating complex sales opportunities and making commercial decisions.

• Strong collaboration and relationship-building skills, with the ability to work effectively with internal teams and external partners.

• Highly motivated, results-oriented and driven to achieve sales targets while maintaining customer trust and deal integrity.

• Willingness to travel approximately 30% across regional maritime hubs and client locations.